The second thing that every business owner must know is that you must communicate with qualified prospects. Not all prospects are created equal, which means that not everyone with a pulse is a potential client. So who is a qualified prospect?
There are three criteria for being considered a qualified prospect.
1. The prospective client must have a need for the service or product that you are selling. Contrary to the teachings of many sales training programs, Eskimos really have very little need for ice…
2. The prospective client must be aware of their need for your product or service. It is often your job to give them the opportunity to become aware of their need, using a little something we call marketing. If they are not aware of their need they will see no reason to contact you to take you up on your offer.
3. The prospect must be able to pay for you to satisfy their need. This is often an overlooked component of what constitutes a qualified prospect. The true qualified prospect has the ability to make the financial decision required to purchase your solution.
All of your marketing efforts should be going towards getting your message out in front of more and more qualified prospects.
Who is a qualified prospect for you? What need are you trying to fill?
Paul
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http://www.strategic-adventures.com/content/business-plans
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